7 Secrets to Higher Sales

Written by David McKenzie

Continued from page 1

5. Offer a free newsletter. Subscribers that have been with me for a while often go on to buy one ofrepparttar things I am offering. They have been receiving quality information through a newsletter and now feel more comfortable to part with their money.

6. Use autoresponders. I use them regularly to give away free email courses and free articles. I find that people that receive my information via autoresponder often go on to buy.

7. Being helpful. If anyone emails me for help I always gorepparttar 127269 extra mile to help them as much as possible. I try to answer all their questions and I do not sell to them. Interestingly they often go on to become buyers as well.

If you are looking to increase sales of products you sell or products you resell through affiliate programs then try some of these techniques that I use. They work!

David McKenzie is offering a Free Email Course “5 Tips to Being Successful with Affiliate Programs” ==> http://www.1sthomebasedbusiness.com Click now for your FREE course!

Collateral Damage: Are Brochures Derailing Your Sales?

Written by Jill Konrath

Continued from page 1

I knew things were going downhill, but couldn’t do anything to stop them. I was only there to observe. At last,repparttar killer question emerged: “How much does it cost?”

The sales rep, trying to deflect it, explained that a full assessment was needed to configurerepparttar 127268 system properly. He suggested that asrepparttar 127269 next step, butrepparttar 127270 damage was already done.

“You’d be wasting your time,”repparttar 127271 buyer said. “There’s no way we can spend that kind of money right now. Besides, it can’t ...” He proceeded to pick apart some minor detail aboutrepparttar 127272 system.

The sales rep looked puzzled, not understanding why this qualified buyer would so quickly rejectrepparttar 127273 new product - especially when it had such a financially attractive value proposition. He was never able to getrepparttar 127274 meeting back on track. We left with no follow-up planned.

You know whatrepparttar 127275 problem was?

It was that darn brochure! By bringing it out so early,repparttar 127276 sales rep lost control ofrepparttar 127277 sale process. He didn’t uncover any problems, difficulties or dissatisfaction withrepparttar 127278 current system. He didn’t explore any business ramifications or find any pay-offs for making a change. No wonderrepparttar 127279 buyer said it was too expensive.

Worse thing is,repparttar 127280 sales rep dug his own grave; everything that happened was totally preventable.


1. The untimely use of brochures and other marketing collateral quickly derails evenrepparttar 127281 best sales efforts with highly qualified prospects.

2. If your sales process requires multiple calls and involves a variety of decision makers, keep your new product or service brochures inrepparttar 127282 car onrepparttar 127283 first call.

3. Use early sales calls to focus onrepparttar 127284 customer, their goals, processes, challenges, issues, bottlenecks and needs.

4. Save your brochures till later - you may never even need to use them!

Jill Konrath, President of Selling to Big Companies, helps small businesses win big contracts inrepparttar 127285 corporate market.

For free articles on getting your foot inrepparttar 127286 door and developing profitable long-term relationships, sign up for Quantum Leaps Selling, our FREE eNewsletter. Take your business torepparttar 127287 next level. Go to http://www.SellingtoBigCompanies.com .

Jill Konrath is founder of SellingtoBigCompanies.com, a web resource that helps small businesses win big contracts in the corporate market. To learn more about how to get your foot in the door, create urgent needs for your services and develop profitable long-term relationships, check out http://www.SellingtoBigCompanies.com . Sign up for our FREE newsletter, Quantum Leaps Selling by sending an email to mailto:jill@sellingtobigcompanies.com with subscribe in the subject line.

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